Anger management failure at the Time Warner Cable store

I always wondered why some Time Warner Cable stores maintain a very visible security presence, often with a uniformed guard stationed in plain sight. This morning, I got my answer.

While visiting a local cable store to exchange a set top box, I ended up behind five other customers, with just a single representative on duty. Seated on the provided couch, I was well-positioned to hear the issues of customers in line before me. It was the usual pattern — a bunch of late-payers wondering how much of their $400 past due cable bill they needed to pay to reconnect service, a customer exchanging a troublesome remote control or turning in unneeded equipment, and one older “gentleman” who clearly spent his morning preparing for a personal indictment of Time Warner’s customer service.

He was in line right before me. I should have realized there was going to be a problem, considering he spent 15 minutes muttering under his breath and mocking the representative’s answers to other customers as he waited his turn.

His moment finally arrived, and he unleashed.

“How do you people sleep at night,” was his opening. “Time Warner Cable sucks.”

And they’re off….

For at least 10 minutes, the woman behind the counter took a relentless verbal, often personal lashing.

Phillip “Next in line after Mr. Angry” Dampier

“I worked for a utility company and I would have been fired if I ever provided service as bad as yours,” was quickly followed by “do you actually train your people?”

It seemed, in-between the insults, this particular customer lost cable service the other day, called Time Warner’s automated attendant, and was erroneously told there was no reported service problem in his area. Finally reaching a live person, the customer service representative quickly repeated that, despite protests that “the whole street is out.”

Over the course of the day, the perturbed customer repeatedly called Time Warner to give regular updates on their conclusion there was no problem.

“There were Time Warner trucks on my street and you people have the nerve to tell me there is no problem,” relayed the man. “I’m glad I don’t have your phone service because even your own people told me not to get it because it was unreliable. I would not have been able to even call you then.”

But the final indignation was the customer’s perception a Time Warner Cable employee ordered him to stay home for a service call the next day.

“How dare you tell me what to do. You people wasted my time and yours and I never had this problem with Dish when I had them,” he lectured. “I don’t know how you guys even stay in business with crappy service like that and you lie to your own customers.”

The employee behind the counter had evidently been well-seasoned by prior encounters with angry customers. While never telling the man she understood his concerns, she did repeatedly tell him she was not the one telling him the things that obviously had upset him.

Other customers watching the display further back in line began to leave the store, noting the man showed no signs of drawing his angerfest to a close.

“I should just go back to Dish,” repeated the man. “You people are just awful and you always have been and you should be ashamed.”

For a few moments, there was silence as the representative looked up information about the customer on her computer. That was her big mistake.

“I am going to back my truck up and just chuck my cable box through your window for all it is worth,” as the relative calm of the eye of Hurricane Angry Guy had now passed on by. “Screw all of you.”

Having self-satisfied himself with his venting, he stormed off slamming the store door open as hard as he could.

“Customer #110 is now being served at window 2,” proclaimed the automated voice.

That was me. I hesitantly approached the desk.

Initially defensive, the customer service person cut me off the moment I took a breath to speak and tartly asked for my phone number.

It should be obvious to any reader here that I am a relentless critic of some of the policies and decisions made by the management of large cable and phone companies like Time Warner Cable. I am also a customer, so technically I could feel entitled to unleash my concerns about the industry as a whole on any employee of the cable company. But that would be wrong.

Taking your frustrations out on a customer service representative that had nothing to do with creating a problem will not solve the problem. Hurling a tirade of personal, verbal abuse is simply unacceptable.

If Time Warner Cable made the mistake, calmly discussing the problem without yelling at the representative would have probably netted the customer a customer courtesy credit and an apology. Asking the representative what she could do to alleviate or compensate for a problem gives them a chance to help. Putting them under a state of siege is a sure way to shut them down, hoping you will leave as quickly as possible.

In short, nobody deserves to be treated the way this representative was this morning.

Being affable got me a lot farther. The representative’s initial defensiveness quickly dissipated and she went out of her way to address concerns and even offered things I did not request. When it was all over, I thanked her for her help and she returned the courtesy wishing me a great day.

Some people believe being difficult and browbeating customer service will get them satisfaction. But I have found that remembering the “three P’s” of customer <-> customer service interaction work far better:

1. Be polite. If you have a problem with your provider, don’t assign blame to the one person that might be able to alleviate the problem. Calmly explain what the company did wrong in your eyes and empower and encourage the customer service agent to be your ally to resolve the problem. Making things personal puts anyone on the defensive, which guarantees less interaction, not more. Treat people the way you expect to be treated.
2. Be persistent. If the offered solutions don’t work for you, let them know in a calm voice that their suggested resolution is insufficient. Ask them if there is anything else they can do to resolve an issue or compensate you. If they seem unable to help, ask them if a supervisor could.
3. Be persuasive. Reminding a customer service agent you appreciate their help and that, as a long standing customer, you want to preserve a positive attitude about your provider gives them the incentive to go further for you. If necessary, remind them that a happy customer stays a customer. An unhappy one leaves and tells everyone they know. Keep things business-like and keep your anger in check.

Despite perennial protests from pay television providers that programming costs are getting out of hand, this fall viewers will find an even greater number of costly sports channels that will fuel rate increases in 2013.

The biggest boost in sports programming comes from Time Warner Cable, which has finally signed a deal with the National Football League and will also launch a series of regional and sports specialty channels for subscribers already able to watch more than a dozen sports-related networks. When it comes to betting on televised sports, a site like 4D Result 8 can definitely be trusted. The deal also affects Bright House Networks subscribers. Time Warner Cable handles programming negotiations for Bright House.

This past weekend’s addition of the NFL Network to the company’s digital standard service lineup and the niche NFL RedZone channel, which is part of the company’s $5.95 Sports Pass specialty tier comes nine years after the NFL Network launched. Time Warner Cable was the last major holdout that refused to carry the network, which costs an estimated $0.95 per cable subscriber, per month. But as League officials began gradually increasing the number of season games on the network, enraged sports fans feeling left out increasingly pelted the cable operator with complaints.

The NFL has also consistently refused to allow its primary NFL Network to appear on a mini-pay tier, available only to those willing to pay extra, instead demanding it be a part of standard service.

Another holdout, Cablevision, relented and agreed to carry the two NFL networks in August, leading to speculation the cable operator will break its promise not to increase rates in 2012 and will raise prices while blaming the addition of the costly sports networks.

At nearly a dollar per month per customer, it is a virtual certainty much, if not all, of that cost will also be passed on to Time Warner Cable customers during the next round of rate increases.

But that is just the beginning, especially if you are a Time Warner Cable customer in southern California.

In mid-August, most Time Warner customers began receiving at least one Pac-12 network on the company’s Sports Pass tier. But in Los Angeles, customers are getting two channels, one devoted to the entire conference and an extra channel dedicated to USC and UCLA coverage that every local subscriber will receive.

Your cable bill is going up again.

Both channels do not come cheap. Sports Business Journal has reported that the Pac-12 is seeking more than 80 cents per subscriber to carry its channels, about the same price charged by the Disney Channel.

Cox, Comcast, and Bright House Networks subscribers don’t get a free pass either. They will also find Pac-12 Networks on their local lineups (and bills) soon enough.

Also for southern California, Time Warner Cable is creating two new sports channels, SportsNet and Deportes (Spanish), that will exclusively carry games featuring the Los Angeles Lakers, Galaxy, Sparks, and perhaps one day the Dodgers.

The networks’ broadcast territory includes all regions that previously broadcast Lakers, Galaxy and Sparks games. That area stretches from Fresno County to the north to San Diego and Imperial County to the south. It also includes Hawaii (Time Warner Cable Deportes not available in Hawaii) and Clark County, Nev. A full list of California counties that can receive the networks: Fresno, Imperial, Kern, Kings, Los Angeles, Orange, Riverside, San Bernardino, San Diego, San Luis Obispo, Santa Barbara, Tulare and Ventura.

The Lakers signed a $4 billion, 20-year deal with Time Warner Cable for broadcast rights, taking them away from KCAL-TV, a free over-the-air station. Time Warner will want their money back, so they will get it from you, the subscriber. Ironically, while Time Warner complains about other sports programmers insisting their networks be carried on the standard service tier, it has no problem wanting the same for its own sports channels. Subscribers throughout the region may end up covering the nearly $4 monthly cost per subscriber for the two regional sports channels, whether they want them or not.

Time Warner Cable has lost between 10-15 percent of their analog cable television customers over the past year, according to Time Warner Cable president and chief operating officer Rob Marcus.

Speaking at this morning’s Goldman Sachs Communacopia Conference, Marcus noted the economic downturn has continued to cost the cable operator “single play” subscribers. Marcus noted that roughly 60 percent of the cable company’s customers are now on discounted or retention plans, and the company has no plans to reduce aggressive retention offers and promotions in the immediate future. Time Warner Cable will also exercise caution when customer promotions expire, an allusion to the company’s practice of gradually resetting rates to retail prices over an extended period of time to avoid antagonizing customers into switching providers.

Marcus acknowledged broadband is now a key service for Time Warner Cable, one that the company will continue to exploit to drive earnings. Some investors have complained Time Warner has only managed an increase of 2-3 percent in Average Revenue Per User (ARPU) for broadband, a key metric for Wall Street. Marcus was asked why Time Warner, with its superior market share over telephone companies, was not “exercising the price lever a little bit more” in a marketplace lacking serious competition.

Marcus

“I think it is fair to say that as the utility of the [broadband] product increases in customers’ minds, their willingness to pay for it (assuming they are able) goes up, so I think it stands to reason that we can continue to increase rates on high speed data,” Marcus said.

But even more important to Time Warner Cable is its differentiated broadband speed tiers, which the company is refining to pick up additional revenue and price-resistant customers. Broadband usage caps will be a part of that equation.

Marcus confirmed that Time Warner Cable will provide unlimited broadband packages to its premium tier customers, but will introduce usage-limited service on its budget tiers. Currently, the company only imposes a usage cap of 5GB on its Internet Essentials package, which offers a $5 discount off regular prices. But Marcus seemed to acknowledge that the company plans to experiment further with additional limits.

“We are going to deliver very fast speeds, unlimited consumption, and now mobile capability via our Wi-Fi network to those customers who demand it and are willing to pay premium prices for those tiers of service,” Marcus said. “At the other end of the spectrum we are going to have budget products as we do today that offer lower speeds, more limited consumption like our Internet Essentials product, and those probably won’t have access to our Wi-Fi hotspots. We think that is the best way to drive revenue and profitability.”

Marcus also told investors the company was working on the next generation of the company’s electronic program guide, which he said will be cloud-based. Time Warner Cable continues to signal it is willing to work with third party set top box manufacturers to let customers dump traditional set top boxes, but only so long as Time Warner Cable gets the credit in the minds of customers. The company is also working on rolling out video-on-demand for its online video apps.

Even Sir Patrick Stewart, famed Star Trek: The Next Generation starship captain, can’t “make it so” when it comes to Time Warner Cable in New York City.

Stewart, who just moved to the Park Slope neighborhood in Brooklyn, ran into a level 10 force field trying to get his cable service established.

He did what so many other consumers do when they run into a brick wall of customer service bureaucracy. He took it to Twitter:

The man who helped defeat the Borg couldn’t survive Time Warner Cable’s dreadfully poor customer service meted out to customers in the Big Apple (it scores a less than impressive 1.5 stars on Yelp), despite the eventual intervention from one of the company’s social media representatives employed to put out Twitter and Facebook fires. Unfortunately, it was too late:

Stewart is not alone. LeVar “Geordi La Forge” Burton has been there too (along with many of the 1,100+ others who retweeted Stewart’s dilemma):

Time Warner Cable has been mailing offers to broadband-only customers offering free cable-TV service if they upgrade their Internet speeds to the company’s Ultimate 50/5Mbps tier, which currently sells for $99.95 a month in most markets.

The company began the promotion in early summer, but targeted broadband-only customers already upgraded to Turbo or Extreme speeds. Now it is available to any Time Warner broadband-0nly customer.

Customers can choose between two levels of service:

• $99.99 a month for 12 months: 50/5Mbps Internet service plus “Digital Essentials” TV, which includes local stations and around 40 additional cable networks;
• $139.99 a month for 12 months: 50/5Mbps Internet service plus “Digital TV,” which includes over 200 television channels and free HD DVR service for 6 months.

Time Warner Cable has regularly targeted its Internet-only customers with promotions to entice them to upgrade to television and phone service, typically marketing a discounted triple play package. This is the first time the company has sought to get broadband customers to upgrade to its most costly Internet tier by throwing in television service as an added incentive.

The company tells customers the deal will improve their online video experience and reduce potential problems when multiple members of a household access Internet services at the same time.